Technical Partner Engineering Director at Sumo Logic
San Francisco, CA, US
Sumo Logic currently has 1500+ enterprise customers with $160.5M in funding from the world's leading investors (Accel, Greylock, Sequoia, Sutter Hill, and DFJ Growth), and we are reshaping the Big Data landscape with its cloud-based machine data analytics platform with an All-Star team.
Who Are We?
We are a secure, cloud-native, machine data analytics service, delivering real-time, continuous intelligence from structured, semistructured and unstructured data across the entire application lifecycle and stack. Our mission is to democratize analytics, making it accessible, simple and powerful for businesses of all sizes to build, run and secure their organizations. With Sumo Logic, customers can harness the power of machine data to gain operational business and customer insights that lead to competitive advantage and differentiated customer experience.
What Do We Do?
Sumo Logic was founded in 2010 by experts in log management, scalable systems, big data, and security. We imagined a world of Yottabyte-scale machine data, where machine learning algorithms and advanced analytics could make sense of it all. Today, our purpose-built, cloud-native service analyzes more than 100 petabytes of data, more than 16 million searches, and delivers 10s of millions of insights daily – positioning Sumo among the most powerful machine data analytics services in the world. Our customers around the globe rely on Sumo Logic for the analytics and insights to build, run and secure their modern applications and cloud infrastructures. With Sumo Logic, customers gain a service-model advantage to accelerate their shift to continuous innovation, increasing competitive advantage, business value and growth.
Sumo Logic is looking for a world-class candidate to help manage integration with an elite portfolio of strategic technology partners. Your job will be to work with these strategic partners to deliver on Sumo Logic’s Platform strategy by driving meaningful technical integration with our partners and with the Sumo Logic Product teams.
Reporting to the VP of Business Development, the ideal candidate will have a strong technical or product background coupled with practical business knowledge enabling management and development of joint product integration, developing prototypes and joint demos that translate into GTM efforts through the various Sumo Logic sales and marketing channels. This person should have a demonstrated ability to think strategically about technical, product, and business challenges, as well as build and convey compelling value propositions.
This is a hands-on technical role that requires the ability to architect and, in some cases, write/develop the integration with partners. We are looking for someone who still likes to get their hands on the keyboard as part of the role.
Roles & Responsibilities
Work with multiple technical teams within both Sumo Logic and our partners to define and execute joint technology integration.
Ensure all departments are prepared for new partner solution launch releases and all items are completed to launch the solution externally (ex: training SE organization, preparing joint demo environment, etc.).
Serve as a key member of the Sumo Logic alliance team in helping to define and deliver the integration strategy, value proposition, and overall go-to-market strategy.
Engage each partner’s product and alliances organizations to define integration, create core GTM assets, and work with release and GTM teams to drive revenue opportunities for Sumo Logic.
Identify joint customer segments and industry verticals to approach with a joint value proposition for using Sumo Logic combined with the partner technologies.
Understand the technical requirements of each partner and work closely with the internal team to guide the direction of our product offerings.
Prioritize user personas and problems so that the appropriate solutions can be built
Understand planning requirements and illustrate the market problems in a “story” that puts the problem in context. Use scenarios as one component of requirements
Create standard presentations, demos, and scripts that can be used by the sales team in a typical sales process with alliance partners
Provide solution and market expertise for events such as conferences, tradeshows, webinars and seminars
Provide ongoing support for partner sales channels.
The right candidate will need 8+ years in Product Management, Technical Marketing, Solutions Engineering, Solution Architect or Software Development. SaaS, Cloud Platforms in the technology/cloud services industry.
Hands-on familiarity and experience with higher-level scripting type programming languages.
Strong presentation skills and the ability to articulate complex technical concepts to cross-functional audiences.
Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like Software as a Service delivery models, cloud platforms such as AWS, Azure and Google Cloud Platform.
Technical domain knowledge of AWS, Microsoft Azure, and Google Cloud.
Deep familiarity with cloud and enterprise data center products, services, market positioning and sales strategies
Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
Computer Science Background
Customer facing engineer or product
Global alliance account management
Understands Channel, MSP and MSSP partners